Understanding the contribution of curb appeal to retail real estate values
In: Journal of property research, Band 33, Heft 2, S. 147-161
ISSN: 1466-4453
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In: Journal of property research, Band 33, Heft 2, S. 147-161
ISSN: 1466-4453
In: Annual Review of Organizational Psychology and Organizational Behavior, Band 4, Heft 1, S. 123-152
SSRN
In: Journal of business ethics: JBE, Band 158, Heft 4, S. 1149-1164
ISSN: 1573-0697
In: Journal of vocational behavior, Band 76, Heft 3, S. 534-546
ISSN: 1095-9084
In: Journal of managerial psychology, Band 37, Heft 8, S. 779-794
ISSN: 1758-7778
PurposeNegotiation is important for career success. Therefore, this study draws from social expectancy and self-regulation theories to develop a model proposing that social class background (SCB) influences the ease with which achievement striving translates into propensity to negotiate. Specifically, the authors examine how SCB moderates the relationship between achievement striving and negotiation propensity via a key mediator—status-based identity uncertainty—reflective of one's (un)certainty about their societal standing.Design/methodology/approachThe authors collected data across three surveys over a four-week period from 460 participants. The authors assessed negotiation propensity by asking participants to rank-order behavioral reactions, representative of different degrees of negotiation engagement, in response to three scenarios.FindingsThe positive effects of achievement striving on negotiation propensity are attenuated for individuals with lower SCBs, in part, because achievement-oriented individuals with lower SCBs experience a heightened sense of status-based identity uncertainty. Although achievement striving is an asset for initiating negotiations, it appears to disproportionately benefit those with higher SCBs.Originality/valueIndividuals higher in achievement striving and with lower SCBs may approach the negotiation process differently than those with higher SCBs. This dynamic serves as another mechanism through which cumulative (dis)advantage processes in career success may occur over time.
In: Journal of social distress and the homeless, S. 1-9
ISSN: 1573-658X